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Article by JoAnn Lombardi, Pres. of VR Business Brokers

All business owners will one day exit their company. This fact is inevitable. Therefore the sale or divestiture of the business is one of the most important decisions an owner will ever undertake.

Every step in a business sale demands an extremely specialized effort, and at VR we know that there are no shortcuts to a successful transaction. Transition to an entrepreneur about to sell a business, means exploring new options in life and making a decision to change. Owners of businesses view this decision to sell as an opportunity to reap the rewards of years of sacrifice, dedication, and hard work.

Making quick, objective decisions comes naturally to the business owner. So why is the decision to sell the company so difficult? Because it’s made by weighing the advantages of moving on against the time and energy that’s been devoted to growing to operation. The decision to sell a business usually goes far beyond the economics. It involves defining lifestyle, and redirecting personal energies, resources, and values into the next stage of life.

The VR organization prides itself on recognizing the importance of being a trusted advisor to our clients. VR intermediaries around the world guide business owners through the transition of divesting their businesses. Individuals joining VR have made the commitment to a profession that over the next 25 years will aid over ’70 million “Baby Boomers” change from corporate careers to entrepreneurs and from entrepreneurs to retirement.

Hundreds of thousands of businesses change ownership each year, and though the reasons for selling vary, there is one common goal…maximizing the proceeds from the sale. This is what a VR business intermediary is trained to achieve.

VR defines small business sales as those transactions with a value of less than $2 million. As you begin your new profession this is the market place that most people gain their experience. For the past thirty years, twenty percent of the businesses in this value range change ownership ever year. That’s 1 in 5, in every town, in every city, in every state. That’s the market and opportunity for successful business intermediaries.

Valued Representation of a business by a VR intermediary is a complex process that is fulfilling emotionally and financially upon successfully completing a transaction. As a VR intermediary you will be trained in a manner that draws upon years of substantial knowledge, professional experience, and success.

Upon joining VR you will be trained on how to:

Build an inventory of quality businesses to sell

Value and price a business

Formulate different transaction structures to maximize value

Prepare a VR Business Profile

Confidentially launch a marketing campaign

Educate buyers and sellers on the transaction process

Recast financial statements for the privately-held company

Facilitate negotiations

Prepare all necessary documentation

Navigate successful due diligence

And of course… how to successfully close business sales!

As a professional VR business intermediary you will manage the process of selling businesses with the goal of successful transactions, while the owners continue to manage their businesses. You will be an invaluable advisor during the process, offering proven valuation and marketing techniques, along with unmatched negotiation skills.

VR offers extensive training to all of the VR Business Franchise owners. Through the VR training specific methods and techniques on every aspect of being a successful business broker are covered in full detail.

William Park is the first two-time MVI winner, having previously won the 2008 honor.

Since becoming partner of the VR office in Artesia, California in 1998, William has shared his extraordinary wealth of experience and knowledge with those he comes in contact with.

His leadership, excellence and commitment have helped him and the VR office in Artesia continuously make the Top 10 in the organization.

“I would like to thank VR for this honor of being selected the 2010 MVI,” says William. “It’s a warm recognition in a money-driven industry such as ours. To be successful, you must be disciplined, and your focus should be on setting up meetings with buyers and sellers. A successful day is measured by how many buyers and sellers you spoke to or met.”

William cites a few areas that every VR office can learn and integrate into their practices:

Any office can overcome the worst of times when 200+ listings are being maintained such as with the Artesia office.

Any office will struggle when the average agent has less than 10 listings. The VR office in Artesia has continued to see most agents’ average 20+ listings.

Go after listings that are selling at the time such as food-related businesses.

If a new listing is unique to the inventory, get 2-3 similar listings to have a chance at selling one.

An associate’s primary focus should be on creating deals, meeting buyers and sellers.

An owner’s primary focus should be on breaking down those barriers that distract an agent from their primary focus – “Less paperwork, less computer work, less bureaucracy, more razzle dazzle.”

“It’s not easy to manage as a ‘Sales Leader’ because it’s instinct for owners to worry more about policy managing as an ‘Office Owner.’ Obviously, it would be ideal to strike a good balance, but I prefer the title of ‘Sales Cheerleader.’

William describes being a business intermediary as “something difficult to be great at, but a great thing to be good at.”

We congratulate William Park as the 2010 VR Most Valuable Intermediary.

VR each year celebrates its most successful intermediaries for highest achievements in the business brokerage industry.

To inquire about becoming part of the successful group of VR Business Franchise Owners please contact VR at (800) 377-872.

VR Business Brokers is proud to honor Cathryn Vallevieni as the 2010 Inductee to the VR Hall fo Fame.

A 30-year veteran in the industry, Cathryn was President of VR Business Brokers when the company operated out of Newport Beach, California from 1991 to 1999 before turning her focus to being a business intermediary in Huntington Beach and then the Passadena offices of VR.

As a VR Business Intermediary, she has won numerous Quarterly and Annual awards for excellence and dedication to her craft, conducting successful transactions of a wide range of business types and sizes.

Her professional interaction with all business brokers in Southern California, resulted in her being asked to be the Regional Chairperson for Orange County by the California Association of Business Brokers.

Ms. Vallevieni is a true ambassador for business buyers and sellers as well as the business brokerage community.

VR congratulates Cathryn for the service she has given this organization and welcome her as the newest inductee into the VR Hall of Fame.

VR celebrates its most successful intermediaries for highest achievements in the business brokerage industry.

To inquire about becoming part of the successful group of VR Business Franchise Owners please contact VR at (800) 377-872.

A successful business intermediary will always meet business sellers and build a strong listing portfolio through using six essential methods of prospecting:

Personal call;

Telephone call;

Direct mail;

For sale by owner (FSBO);

Referral;

Centers of influence (attorneys, accoutants, etc.).

It has been proven that the most effective approach to prospecting is by utilizing a combination of personal and telephone calls with direct mail. The important point to remember when performing this process is the timing and follow-up elements. This is how you will be able to produce results. Selling businesses is not a one-call profession. To be successful, you must do so through multiple conversations with an owner. This is based on the steps of a business owner’s “Ownership Cycle.”

Understanding the “Ownership Cycle”

To correctly prospect, you have to understand that every business owner moves through an “Ownership Cycle.” There are three main phases: Building – focusing on growing the business; Plateau – the business has its momentum; and Selling – deciding to do something different with career.

In each area of the “Ownership Cycle,” you need to determine which phase the business owner is currently in, and when to follow up next. As a business intermediary, you should be introducing each owner to VR as early as possible. This will work beneficially towards both the seller’s and your common goal: a successful transaction.

Every VR office should be fully utilizing their tools available on the VR WebManager (only available to VR Business Brokers).

You can find the professional resources you need to prospect in the following categories when you login:

Build your customer base;

Build your listing inventory; and

Build public awareness.

VR offers extensive training to all of the VR Business Franchise owners. Through the VR training specific methods and techniques on every aspect of being a successful business broker are covered in full detail.

VR BUSINESS BROKERS – FORT LAUDERDALE, FL — The VR Franchise Showcase, a leader in franchise and business placement for aspiring and established business owners, has partnered with Mobile Clubhouse in expanding their franchise network across North America.

Designed to offer those looking to start a business a great opportunity to have independent ownership while using a proven corporate system, the VR Franchise Showcase has proven to be a successful program with over 100 franchisors.

Those who look to buy a Mobile Clubhouse franchise will be capitalizing on the $20 billion golf industry, where they will have low overhead and the ability to delight corporate clients with employee and trade show events. It’s simple to attract and engage customers. Events and all other operations are handled by the franchisor such as, all expenses (fuel, insurance, maintenance, employee wages, DOT licensing and fees, lodging and food for staff, etc.), transportation and event operations.

“Mobile Clubhouse is a great opportunity for any aspiring or established business owner,” says VR Franchise Showcase Director of Franchise Development Bob Wolan. “We’re very excited with having them on board.”

VR Business Brokers – Fort Lauderdale, FL — The VR Franchise Showcase, a leader in franchise and business placement for aspiring and established business owners, has partnered with Planet Beach in expanding their franchise network across North America.

The VR Franchise Showcase has proven to be a successful program with over 100 franchisors that offers entrepreneurs the ability to own their own business with already proven-successful brand.

Planet Beach was recently named by Inc. Magazine as one of “The 10 Most Promising Franchises of 2011!” Stress relief is the number one reason customers visit spas. Planet Beach Contempo Spa franchise opportunities are in top demand because they are able to offer luxury spa services at non-luxury prices.

They’ve experienced great success with franchisees of all types with professional backgrounds ranging from investment banking, advertising, real estate, law and accounting. Some management experience as well as an understanding and appreciation of great customer service is a good foundation for business success.

VR Business Brokers is instrumental in helping a wide variety of Franchises to expand their reach, and has established itself as the world’s premier business intermediary firm. With a combination of global strength and local experience, VR’s 30 years of successful business sales through Valued Representation, is the reason more and more business buyers and sellers demand our proven skills and resources to help them succeed in an increasingly complex market.

VR Business Sales is a company committed to a diversified menu of business advocate services, with more than 130 locations. Consequently, we have proven our value to business clients across the country and around the globe.

VR also has available the best Business Sales Franchise Opportunity which has one of the highest success rates in the industry.

For more information about owning a VR Business Broker Franchise please contact our Director of Franchise Development at (800) 377-8722 or visit:

FORT LAUDERDALE, FL – VR Business Brokers, leader in selling businesses around the globe for over30 years, has started interviewing qualified candidates to open offices in Omaha, Nebraska. There have been many requests from business owners, corporate executives and transitional professionals have led to decision to enter the marketplace in the area.

Becoming a business broker can give any entrepreneur an incredibly lucrative career through selling privately-owned businesses. VR has been the leader in facilitating the transaction of thousands of businesses worldwide due to their professional skills and resources.

“Through our continued focus on exemplary services and support, VR attracts an outstanding group of franchisees that is growing every year,” says VR C.E.O. Peter King. “Every VR owner has proven career successes combined with an innate entrepreneurial spirit to display an aura of excitement within the marketplace.”

VR Business Brokers is the premier business brokerage company in the world, offering a multi-service approach to matching buyers’ interests, goals and desires with the right businesses. With over a 130 locations across the globe, VR Business Brokers is a company committed to a diversified menu of business advocate services.For entrepreneurs who are interested in the rewarding field of business sales and mergers & acquisitions, VR has available the best Business Sales Franchise Opportunity which has one of the highest success rates in the industry.